Overtoom is part of the international Manutan Group, European market leader in the business mail-order market. Thanks to the unique purchasing power and close cooperation of the 24 subsidiaries in 20 European countries, customers can be assured of the best possible product selection and purchase prices.
Challenge
The main goal of Overtoom was to optimize the non-strategic (secundary) purchasing process and to create new business opportunities. This means on the one hand, that the customers profit directly from a substantial cost reduction and on the other hand a clearly added value of Overtoom is shown to her customers, with the possibility of new business opportunities.
Approach
Overtoom is known as the supplier who can deliver quickly. The goal of Overtoom is to expand this strategy by adding (more) value to the customer and become a partner instead of ‘just’ a supplier. As part of this project, Overtoom asked custwise to support that strategy by developing the TCO Calculator, together with Overtoom.
Solution
The TCO Calculator is a calculation tool to determine the costs of the secondary (non strategic) purchasing process and it gives the clients of Overtoom direct insight into that process. With this data, Overtoom can interest and convince (including non-contract) customers of the advantage of working with Overtoom in their secondary purchase.
The sales team of Overtoom and the expert team of custwise worked very closely together and within few weeks developed and delivered this TCO Calculator for the iPad. The TCO Calculator app makes an initial Quickscan of the present situation, based on the data provided by the customer. After that, all data can be filled in accordingly to the desired situation. The TCO Calculator calculates, based on standard market data, the costs and time of the secondary purchasing process and shows the difference between the current and the desired situation. The standard market data can easily be replaced by the realistic figures of the customer. The results are presented in an attractive graphical layout, which directly shows the benefits. The TCO Calculator application for the iPad is a simple tool which the sales team of Overtoom has used to convince existing as well as potential new customers of the strategy and strength of Overtoom.
